Law Firm Partners: Tips on Growing your Practice in 2020

by Javeriya Dunn 

Whether you are a believer in New Year resolutions or find the annual goal setting concept to be frivolous or silly, reflection this the time of year is inevitable. Around this time of year, law firm partners are taking a much-needed sigh post annual year end collection push. Nevertheless, my schedule is filling up with growth and business development planning calls with partners, which makes this my favorite time of year. 

These meetings are key in setting the stage for a successful year. Each partner is so very unique in their approach and qualifications that a tailored approach is (IMHO) key to success. Still, a few constant truths can and should be followed by most everyone. Here are a few I am sharing with my partners during our kick-off meetings:

-Try using metric based goals. For arguments sake, say you want to bring in another $1 million this year. To do this you should be connecting with 3-4 leads or referral sources a week — it’s a bit formulaic (happy to explain offline). Go ahead and assign numbers and then stick to it. You can always adjust quarterly. 

-Delegate marketing and research tasks to your nonbillable firm staff as much as possible. I am constantly surprised how many partners don’t understand what and how bus dev professionals do. Sit down and figure out how your support structure can help you, that’s what they are there to do. 

-Brand and content marketing are tremendously important in our current market place and economy. Come up with a few ways you will brand yourself using the technology available at your firms.

Go ahead and try to see if these tips help you stay on course. One last tip -- try weekly check-ins with a fellow partner or staff member to keep you on track. Would love to hear your feedback.

 ...and happy new year.